How can you help your B2B sales team compete and win in an era of automation and artificial intelligence?
On December 4, B2B sales leaders and experts will gather in Philadelphia at the Ritz-Carlton Hotel for the final Sales 3.0 Conference of the year to learn the best strategies to do just that.
Here’s a sample of presentations and what you’ll learn. There is still time to register for this event! Visit http://www.sales30conf.com/Philadelphia2017/ to learn more.
What Salespeople 3.0 Want from You
In this session SalesFuel’s President and CEO C. Lee Smith will take you inside the mind of today’s salesperson to show
- Why building a culture of development is required to attract and retain top sales talent – and how to build it
- What motivates reps to do just a little bit more – or tackle the part of the job they like least
- Four traits the most respected sales managers all have in common
Stories – The Most Powerful Tool in Your Toolkit
This session will explore a big question: What’s more memorable for customers – facts and data or stories? The answer might seem surprising and almost counter-intuitive in today’s fast-paced, data-driven world.
Join Catherine Kerr, a highly engaging senior facilitator at DoubleDigit Sales, to learn effective communication approaches that leverage the true power of stories, how to craft a compelling story, and how to use stories effectively in various situations.
Speaker: Catherine Kerr, Senior Facilitator, DoubleDigit Sales | @ddstraining
Sales EQ: Sales-specific Emotional Intelligence and the Five Traits of Ultra-High Performers
In this session, bestselling author Jeb Blount will take attendees on an unprecedented journey into the mind of the ultra-high B2B sales performer – the rare outlier who performs in the top 1 or 2 percent of the sales population. He will outline the five traits of ultra-high performers (UHPs) and show how they leverage sales-specific emotional intelligence and influence frameworks to master the complex sale. Jeb pulls the veil off ultra-high performance and shows why the line between average rep and UHP is razor thin and can be taught, coached, and learned.
Speaker: Jeb Blount, CEO, Sales Gravy | @SalesGravy
Creating a Winning Sales Culture
With more than 10 years of professional sports experience, Jake Reynolds – Philadelphia 76ers Chief Revenue Officer and SVP of Ticket Sales and Service for the Philadelphia 76ers, New Jersey Devils, and Prudential Center Arena – is a renowned industry leader in sales management. Reynolds has been internationally recognized for his work in overcoming challenging product periods through the implementation of strategic and formulaic sales and culture-based initiatives; recently, he was honored as a “Leader under 40” by Leaders and Aspire Academy, which globally recognizes elite talent in the sports industry. In his keynote, “Creating a Winning Sales Culture,” Reynolds will share the secrets, strategies, and tactics for developing and maintaining a positive and highly productive sales team and culture. With an emphasis on personal development, access, and recognition – and under the pillars of people, teamwork, development, hustle, and fun – Reynolds will demonstrate how a highly personal, team goal-based, and collaborative approach to corporate culture directly correlates to sales success.
Speaker: Jake Reynolds, Senior Vice President of Ticket Sales and Service, Philadelphia 76ers, New Jersey Devils and Prudential Center | @sixers
Artificial Intelligence and Selling – the Future Is Already Here
Many executives are still under the impression that the AI-enhanced salesperson is years away. This onstage chat will examine the research and define what AI is and what it isn’t. Then the speakers will examine actual case studies to show how companies are quietly using AI to crush their competitors. They’ll show how looking at AI from a strategic standpoint creates long-term competitive advantage. Finally, they will outline three things sales leaders should start doing with AI right away.
Perpetual Sales Readiness: The New World of “Always On” Learning for Sales
Join Jim Ninivaggi, Chief Readiness Officer at Brainshark, for an inside look at how to deploy a sales readiness model that is “always on,” providing an environment for continuous improvement to help prepare your reps quickly – and keep them that way. This session will explore how to leverage video, AI, and machine learning to augment and guide the coaching efforts of your managers. Topics covered will include:
- A model for perpetual sales readiness to drive individual and team-wide enablement
- How to utilize video coaching/assessment tools to ensure readiness and socialize best practices
- An exclusive look at how artificial intelligence will augment the human aspect of sales coaching
Speaker: Jim Ninivaggi, Chief Readiness Officer, Brainshark | @JNinivaggi
How Artificial Intelligence Aligns Sales with Marketing for More Revenue, Faster
Falon will present how sales and marketing leadership can leverage AI to identify and prioritize execution against their total addressable market. Her talk will include examples of how companies can leverage cutting-edge data intelligence technology to develop core sales plays that organize and align marketing, sales, and product resources, as well as identify the next prospects and market of opportunity that result in more revenue, faster.
Speaker: Falon Fatemi, CEO and Founder, Node | @falonfatemi